WBBSE-XII SERIES Business-studies
Salesmanship
2 previous year questions.
Volume: 2 Ques
Yield: Medium
High-Yield Trend
2
2026 Chapter Questions 2 MCQs
01
PYQ 2026
medium
business-studies ID: wbbse-xi
Mention three mental qualities of a good salesman.
Official Solution
Correct Option: (1)
A successful salesman requires a combination of various qualities. Here are three important mental qualities of a good salesman: 1. Self-Confidence
- A good salesman must have complete faith in himself, his abilities, and his product.
- Self-confidence helps in approaching customers boldly and handling objections effectively.
- Confident salespeople inspire trust and credibility in customers.
- Without confidence, even a well-prepared salesperson may fail to convince prospects.
- Example: A confident salesman can handle rejection positively and continue pursuing the next prospect without losing morale.
- Selling requires repeated efforts and the ability to handle delays, objections, and rejections.
- A patient salesman listens to customers carefully without interrupting.
- Perseverance means not giving up after initial failures and continuously following up with prospects.
- Many sales are closed after multiple follow-ups, requiring sustained mental effort.
- Example: A real estate agent may need to show properties many times before a client finally decides to buy.
- Empathy is the ability to understand and relate to the customer's needs, feelings, and perspectives.
- A good salesman puts himself in the customer's shoes to understand their problems and requirements.
- This helps in suggesting the most suitable products and building long-term relationships.
- Empathetic salespeople are trusted more and create loyal customers.
- Example: A medical representative understands a doctor's requirements and suggests medicines that genuinely help patients.
- Optimism: Positive attitude even in difficult situations
- Alertness: Quick thinking and adaptability to changing situations
- Imagination: Creative approach to problem-solving and presentation
- Memory: Remembering customer names, preferences, and past interactions
- Enthusiasm: Genuine interest and energy in selling
02
PYQ 2026
medium
business-studies ID: wbbse-xi
Mention three importances of salesmanship from the view
Official Solution
Correct Option: (1)
Salesmanship plays a crucial role in business success. Here are three importances of salesmanship from different viewpoints: 1. From the Viewpoint of Customers
- Helps in Making Informed Decisions: Salesmanship provides detailed information about products, their features, uses, and benefits, enabling customers to make intelligent purchase decisions.
- Guidance and Advice: Salespeople guide customers in selecting the right product according to their needs and budget.
- Post-Purchase Satisfaction: Good salesmanship ensures customers are satisfied with their purchases, leading to repeat buying.
- Example: A customer buying a laptop gets expert advice on specifications, warranty, and after-sales service from a knowledgeable salesperson.
2. From the Viewpoint of Business Organizations
- Increases Sales and Profits: Effective salesmanship directly contributes to higher sales volume and revenue generation.
- Creates Demand: Salespeople can create and stimulate demand even for existing products through persuasive communication.
- Builds Brand Image: Personal interactions create positive brand perception and customer loyalty.
- Market Feedback: Salespeople collect valuable feedback about products, competitors, and market trends.
- Example: A company's sales team helps in expanding market share by convincing new retailers to stock their products.
3. From the Viewpoint of Society and Economy
- Standard of Living: By promoting new and better products, salesmanship improves the quality of life and standard of living.
- Employment Generation: The sales profession provides employment opportunities to millions of people.
- Economic Growth: Increased sales lead to higher production, which contributes to GDP growth.
- Product Innovation: Feedback from salespeople encourages companies to develop better products.
- Example: The growth of the automobile industry in India has been supported by a vast network of salespeople across the country.
Summary Table:
| Viewpoint | Importance |
|---|---|
| Customers | Information, guidance, satisfaction |
| Business | Higher sales, brand building, feedback |
| Society | Better living standards, employment, economic growth |